The RoleOur current AE team already consistently beats quota, with all existing AEs having closed seven figures in revenue last year. Our existing AEs, however, are focused on our mid-market opportunities.
We want to build out an AE team to on our SMB market segment, starting with you! You'll report directly to the Chief Executive Officer (CEO), as you work together to close deals and write our SMB playbook. He's closed 40 SMB deals himself, and will help you close your first 40. Once you've done that, you'll move to our GTM org, reporting to the CRO.
Our mid-market sellers followed the same path, and success here could result in you helping to build out our SMB team, shifting into a mid-market AE role, or more.
Key Responsibilities- Drive the Full Sales Cycle: Prospect, source, and close a robust pipeline of deals through cold outreach, inbound channels, and networking, successfully managing an average 75-day sales cycle.
- Close inbound. We're getting sizable SMB inbound today. It'll be your job to close it effectively, and at our target price points.
- Targeted Selling: Master the building-by-building sales motion. Build relationships and win the buy-in of onsite Property Managers by clearly demonstrating how Parkade solves their daily operational nightmares (e.g., guest parking abuse, enforcement headaches, and waitlist management).
- Consultative ROI Pitches: Confidently present to prospects, demonstrating how Parkade's platform solves a slew of parking challenges - offering consultative guidance on their parking strategy and configuration in the process.
- Technical Discovery: Conduct thorough discovery on a building's current infrastructure to understand their baseline operations, setting up the deal for success.
- Clean Handoffs: Ensure accurate, detailed documentation in the CRM so that once a contract is signed, you can execute a seamless, hard handoff to our Implementation and Success teams who will take over the technical rollout and client relationship.
About You- Experience: 3+ years of quota-carrying B2B SaaS sales experience, successfully guiding software sales through multiple internal and buyer stakeholders.
- Resourcefulness & Hustle: You know how to figure things out. You don't rely on leads being handed to you on a silver platter. You don't mind picking up the phone to make a cold call or dropping into a building to gather intel on their parking situation.
- Financial Acumen: You are comfortable talking numbers, budget cycles, and ROI. You can confidently present a revenue model and defend pricing to property leadership.
- Attentiveness & Organization: You have incredible attention to detail and maintain impeccable pipeline hygiene in your CRM. You know how to listen to customers to uncover their specific pain points and map them directly to our solutions.
- AI-Forward Mindset: You embrace AI as a daily sales co-pilot. You're excited to leverage AI tools to analyze call transcripts for buying signals, hyper-personalize your cold outreach at scale, craft creative/targeted replies, quickly summarize complex discovery notes, and automate routine CRM updates so you can spend more time selling.
- Communication: You write fast, clearly, and with impeccable grammar. You have a high EQ and can translate operational concepts into simple, compelling benefits for buyers.
- Team Player: You balance your competitive nature with your love of supporting others. You understand that the team winning is more important than you winning.
Bonus Points- Recent startup experience, with a track record of driving sales and a comfort with ambiguity.
- Experience selling software in the real estate (PropTech) industry, especially if you've sold software to rental apartment, condo and/or office buildings.
- Familiarity with Property Management Systems (e.g., Yardi, RealPage, Entrata).
- Familiarity with access control hardware (e.g., LPR cameras, fobs, clickers) or a willingness to learn the landscape quickly.
- A background in parking, real estate, or property management.
Compensation & Benefits- Cash: Overall OTE is $130,000-$170,000 for in-person hires (plus free lunch), or $120,000-$160,000 for remote hires. That includes $70-80k in base salary - 70 for remote, 80 for in-person - and $50-90k in commission.
- Health, vision, and dental insurance (80% covered for you and dependents)
- 401k
- Flexible PTO
- Equity in Parkade
- Pre-tax commuter benefits
LocationThis is an in-person role located in our Long Beach, CA office (in-office 4 days/week in average). There, you'll sit with our CEO and 2 other executives who are based there.
Expect some nominal amount of travel for conferences, trade shows, team offsites, customer visits, etc.
